MarketingSherpa Blog

Inbound marketing is growing in B2B companies. Investments in webinars, SEO, social marketing and page optimization are all on the rise, as noted in this chart from MarketingSherpa’s new 2011 B2B Marketing Benchmark Report.

As inbound grows, more marketers are finding the right mix of tactics and channels for their companies. There is no one-size-fits-all solution, but certain tactics are commonly reported as effective.

Below, we pulled stats from four charts in the benchmark report to highlight the most-effective tactics for B2B inbound marketing. Check out how the best tactics are interrelated.

Search engine optimization

• Most effective tactic: On-page content optimization

An effective SEO program is vital to an inbound strategy. Most B2B marketers research keywords and create great content about topics surrounding them. One of the most popular content platforms is the blog. Although blogging is not easy, many B2B companies have stuck with it (because it works).

Social media marketing

• Most effective tactic: Blogging

Blogging is the most effective B2B social marketing tactic. This ties directly to the popularity of blogs as a platform for publishing search-optimized content, as well as their ability to engage audiences.

Website optimization and design

• Most effective tactic: Using unique landing pages for campaigns
• Second-most effective tactic: Optimizing design and content for conversions

Inbound marketing can pull more visitors to your website — but visitors have to take action when they arrive. They have to download a report, subscribe to your newsletter, request to be contacted, etc. Otherwise the traffic is wasted.

This is why using unique landing pages for each campaign and optimizing them are the most effective tactics for B2B websites. The tactics reach into all facets inbound marketing and ensure your traffic is put to use.

You can find out a lot more about effective landing page optimization and design tactics at the upcoming MarketingSherpa 2011 Optimization Summit in June.

Pay-per-click advertising

• Most effective tactic: Creating highly-targeted ad groups
• Second most-effective tactic: A/B testing landing page content

Landing page testing is nearly tied for first as the most effective PPC tactic for B2B companies. This, again, illustrates that websites have to be designed to convert traffic that is generated by inbound marketing. Otherwise the traffic is wasted.

Related resources

MarketingSherpa 2011 B2B Marketing Benchmark Report

MarketingSherpa 2011 Optimization Summit

Inbound Marketing: How to pull-in customers without pushing ads

Landing Page Optimization: Value-focused revamp leads to 188% lead gen boost, increase in personal interaction

MarketingSherpa: Subscribe to our Inbound Marketing newsletter

Social media continues to have a profound effect on marketing, and the use of this channel for marketing purposes is rapidly evolving. This week marks the fielding of our third annual Social Marketing Benchmark Survey to determine exactly how this important new marketing channel has evolved and which strategies will work best going forward.

Last year’s study revealed how social marketing was maturing, resulting in a shift from tactical to strategic thinking. However, we found that most organizations, even those in the strategic phase of social marketing maturity, had not yet figured out how to measure the return on their social marketing investment.

Without the ability to prove ROI, social marketing budgets were, and in most cases still are, being driven by perception. What is the perception? As this chart shows, only 7% of the 2300 social media marketers responding to our last study thought social media was producing ROI and, as a result, were willing to budget liberally. While 49% thought it was a promising tactic that will eventually produce ROI, nearly the same numbers (44%) are much more skeptical and unwilling to invest more.

But social marketing has evolved significantly in the past year and many marketers are not only promising ROI, they are proving it.

So, in our new survey we examine how organizations are overcoming the challenge of social media monetization, and which tactics are most effective for achieving this important objective, in addition to the comprehensive coverage of social marketing topics in general.

To share your insights on social media marketing, please take our third annual Social Marketing Benchmark Survey. This survey is being fielded now and will only remain open through Sunday, February 6, 2011.

Related resources

Social Media Marketing: Turning social media engagement into action at Threadless

Measuring Social Media’s Contribution to the Bottom Line: 5 tactics (Members’ Library)

Inbound Marketing newsletter – Free Case Studies and How To Articles from MarketingSherpa’s reporters

Social Marketing ROAD Map Handbook

For everyone who made it out to the MarketingSherpa Email Summit 2011 this past week at Caesar’s Palace in Las Vegas, you know ;). And everyone who couldn’t attend this year, you missed some great sessions, case studies, speeches and interaction with around 750 of your peers.

What happens in Vegas …

Unless some #SherpaEMAIL folks hit me up *cough @mgieva @martinlieberman cough* this is my evening in #SinCity - phintch

Everyone probably knows the second half of this advertising tagline (hint: what happens, stays), but that’s pretty hard to achieve with real-time blogging (I had posts up on Flint McGlaughlin and David Meerman Scott‘s talks with almost no lead time) from both Sherpa and attendees, crazy-active Twitter hashtag activity (#SherpaEmail) and entire rooms of marketers uploading pictures and video all day long.

We even brought along some of our optimization experts from MECLABS to do one-on-one live optimization of email, landing pages and more (see below) …

Crowdsourced takeaways

A great thing about a successful Email Summit filled with engaged attendees is that reactions to individual sessions and the entire event go online in real-time.

Here’s just a small sample from all the great material this Summit generated:

The #sherpaemail Daily

Email Summit notes shared by Alison Chandler, Marketing Manager American Association for the Advancement of Science.

Here’s some of the material Alison is sharing:

• Slides: http://www.sherpastore.com/related-page-3921.html
• MarketingSherpa’s  2011 Award Winners Special Report – PDF
  http://www.marketingsherpa.com/article.php?ident=31815
• Wrapups across the web
  MarketingSherpa Email Summit takeaways
  http://emailblog.eu/2011/01/26/marketingsherpa-email-summit-takeaways/

  Photos
  http://hashalbum.com/sherpaemail

  Smart Network Data Services
  https://postmaster.live.com/snds/

• Exclusive content gives people a reason to fork over their email addresses. Make at least some of the content in your emails available ONLY to email subscribers (such as special discounts), or FIRST to email subscribers (such as the chance to buy tickets before the general population).

And be sure to check out Alison’s “random gems” at the link.

Key MarketingSherpa Email Summit takeaways from Emailblog.eu — this is a great collection of Twitter commentary

Live Blog: How Pandora Uses Email Marketing to Keep You Listening from EE Tech News

More from EE Tech News — Live Blog: Email Marketing Summit, Real-Time Marketing and PR & Inbound Marketing

Summit panelist, Ardath Albee — Make 3rd Party Content an Opportunity Not a Necessity

4 Email Marketing Challenges and How to Tackle Them from Magdalena Georgieva at HubSpot

And do hit the official MarketingSherpa Twitter account to find retweets of even more crowdsourced content and photos from the Summit.

#SherpaEmail

Of course a blog of crowdsourced material would not be complete without taking in all the activity at the Summit’s Twitter hashtag — #SherpaEmail. Some numbers for the seven-day period from 1/21 to 1/27:

• 2,295 tweets
• 389 contributors
• 327.9 tweets per day

Here’s a sample from the top ten tweeters (and yes, I somehow made it onto this list):

• d’OH! We need to educate on the difference btwn spam & unsub. RT @Listrak: 30% of people use spam button to unsubscribe. Ouch.#SherpaEmail – @martinlieberman
• Caesars generated 100K mobile opt-ins easily. Have had 100K app downloads in last year. 15K people have used mobile check-in. #sherpaemail – @kristinhersant
• Simple but effective. Put a newsletter subscribe on every interaction: Signatures, receipts, door clings, splash pages, … #SherpaEmail – @Kvanbeeck
• Think twice about list rentals and purchases, they don’t perform well. Build out your house list, performs MUCH better. #SherpaEmail – @marthalisa
• Post-modern consumers don’t believe marketers. Don’t sell, say. #sherpaemail #emailmarketing – @coskier
• Implement comprehensive email hygiene and correction to maximize the number of addresses on your list. #SherpaEmail – @Listrak
• B2B email addresses tend to be longer thus more prone to typos. #SherpaEmail – @MelanieAt
• What comes first? Message or medium? Start with the message & decide on best medium #SherpaEmail – @knuss
• MarketingSherpa Email Summit 2011 One-on-One Case Study http://t.co/H3rRa1R #SherpaEmail – @davidkonline
• ‘Email is a conversation, not a magazine ad.’ #SherpaEmail – @shannonholato

Optimizing swag

The “more” up there in the live optimation section leads to something probably near, and dear, to most conference and expo veterans’ hearts — swag. At lunch on Wednesday, me and my editor — and Director of Editorial Content MarketingSherpa — Daniel Burstein, sat with Karen Rubin and Magdalena Georgieva of HubSpot and Jessica Best of emfluence and did a little swag optimization.

Sure MECLABS Research Managers and the MarketingExperiments Quarterly Research Journal are the go-to people when you need a better-performing landing page, but who should you turn to in order to make cool swag even cooler? Marketing experts, that’s who.

I’m taking full credit for this one:

Optimizing Swag Real Time (#osrt) at #SherpaEmail @davidkonline: Add a USB drive for an #emailgeek #swissarmyknife - bestofjess

How to optimize this swag from emfluence Interactive Marketing? Easy. Lose the letter opener and add a USB flash drive on the other side of the keyboard brush, and leave the screen cleaner strip alone. Done and done, and voila, you have a Geek Swiss Army Knife. Ah, swag optimization at its best.

These efforts led to this Twitter exchange:

• Optimizing Swag Real Time (#osrt) at#SherpaEmail @davidkonline: Add a USB drive for an #emailgeek#swissarmyknifehttp://twitpic.com/3tnzc8 – @bestofjess
• Had fun optimizing #SherpaEmail schwag @ lunch w/ @KarenRubin@mgieva @DavidKOnline Stop by Emfluence booth for Swiss Army Knife for Geeks – @DanielBurstein
• @bestofjess @DanielBurstein @mgieva@davidkonline My vote is for#optimizedswag – @karenrubin
• @DanielBurstein @mgieva@davidkonline @KarenRubin what other #osrt? Oh! An on/off volume switch for the slingshot monkey. #optimizedswag – @bestofjess

So you can see we have something of a swag-optimizing super group. If you were at MarketingSherpa Email Summit and have your own swag optimization suggestions, feel free to tweet them using #optimizedswag.

And, who could leave out — or forget — the Slingshot SEO monkey:

“I’m walking through the airport and every so often my suitcase screams like a monkey. #sherpaEmail” – @karenrubin

Related resources

Live optimization with Dr. Flint McGlaughlin at Email Summit 2011

Real-Time Marketing: David Meerman Scott at MarketingSherpa Email Summit 2011

MarketingSherpa Email Summit 2011 One-on-One Case Study

Email Summit Case Study: National Education Association’s Member Benefits Corporation

Many marketers have yet to explore mobile webpages as a marketing opportunity. If you are putting off tests because you think they are too complicated, take a look at this case study on mobile page testing we published today.

Mike Brown, VP, Internet Optimization, Vegas.com, and his team tested if catering to a mobile audience could improve site performance. The team showed mobile visitors a homepage and category pages designed for their devices. The test was a proof-of-concept on whether to invest in an end-to-end mobile experience for Vegas.com.

The tests successfully improved site metrics such as bounce rate and conversion rate (see the case study for details), and Brown’s team plans to rollout more mobile pages this fall.

Brown said these tests were easier than his team anticipated. From our conversation, I understood two criteria the team met to successfully run them:

– Mobile traffic present

Testing mobile pages only makes sense if your website receives mobile traffic. The team looked at its site analytics and noticed mobile visitors accounted for 7% of traffic, and growing rapidly.

– Testing and page design expertise

The team had extensive testing experience with Brown as the head of Internet Optimization. Also, the team used SiteSpect‘s multivariate and A/B testing tool to run tests. SiteSpect team members helped Brown’s team learn to create mobile pages, which Brown noted was surprisingly easy.

So if your team has capable developers, some mobile traffic and good testing experience, there should be little preventing you from running similar tests. And remember: you don’t have to dive in with a full investment. Brown’s team only dipped its toe and is now comfortably moving forward.

Client-side marketers are optimizing social-media efforts this year, says Karen O’Brien, Partner, Interactive Services, Crimson Consulting. I asked Karen to describe the social-media trends among her big-brand clients.

Optimization is a big trend, she says.

Companies are optimizing social media by:

o setting standards and goals about how many members, RSS subscribers, friends, etc. they’d like to have on social-media channels

o setting standards and goals about conversations they want to target on social networks

o consolidating multiple presences on social networks, such as YouTube, Facebook, MySpace (often, big companies have several profiles on various social networks, each profile representing a different product line, brand, or service)

“From a customer standpoint, it’s confusing to see a bunch of different [presences] unless they’re clearly labeled,” Karen says.

About 70% of consumers consider social-media sites to be sources of information that will influence purchasing decisions, according to research data in MarketingSherpa’s 2009 Social Media Marketing & PR Benchmark Guide.

Now is more important than ever to optimize. Make sure your brand is not only meeting its goals, but also consolidating its social-media presence and clearly labeling each one.